Entering new markets with a new sales team is a daunting task. When do you reach out for help? What’s the best sales approach?
Does your channel partner business proposition drive bias for your products and services within your channel partner community?
In the past, the prevailing trend leaned toward generalists, the logic being if one has a “jack of all trades” sales team, they can speak to any buyer and not risk losing potential business. Once considered sound logic in the boardroom, today it is laden with issues that can cripple a sales pipeline.
The balanced scorecard is a planning and management system that aligns everyday tactical activities with an organization’s overall strategy.
For many companies, managing underserved products, markets or sales channels becomes a business challenge preventing them from achieving their financial goals—both short- and long-term.